Meet Sales Quota? More than Half Don’t

According to Salesforce’s latest annual State of Sales report, 57% of sales reps miss quota and only 16% expect to exceed quota.  Something’s not working right. 

What’s Going On?

We have worked with over 15,000 reps in the last three years.  In analyzing how they do their research, make their decisions and communicate with their clients, we found that reps are still doing most things the way they have always been done.  But most clients are playing by different rules.  Sales reps need to change their approach.

5 Steps to Meet Sales Quota

For those of you who are willing to put in the time and effort to reverse the trend of missed sales quotas, here are the steps to take to get your clients to pay attention and to earn the right to help them toward a solution.

  1. Be Customer Centric
    Start thinking of yourself and acting like a customer-focused expert rather than someone who has something to sell.  You need to put your client at the center of your approach and thoroughly understand the problems they and their target clients face.  Become the trusted advisor that your buyer depends upon.

    Notice that we did not mention being an expert in your product, solution or company.  We consider this to be a ticket to play the game.  Do not let it be your focus.  Focus on what matters most to your customer.

  2. Set Yourself Apart
    If you truly want to stand out from the competition, you need to identify what matters most to your buyer, clearly link your solution to their need, and then articulate your value proposition in a way that makes sense for your prospects’ unique situation. 

    Sales reps that meet and exceed quota can clearly articulate how they will help their clients address their most pressing issues better than the available alternatives.

  3. Navigate the Buying Process
    Once you have correctly identified your client’s top issues and clearly differentiated your offering, make sure you understand the client’s decision-making process, criteria, and timeline.  If there’s not receptivity on the customer’s part or if you are speaking to the wrong people, move on to another customer who is a better fit for the value that you offer.

    Sales reps that meet and exceed quota identify the buying process and get to decision makers who have the authority, budget, and desire to succeed.

  4. Ask Insightful and Thought-Provoking Questions
    Asking insightful sales questions is at the heart of successful solution selling.  Thoughtful, relevant, and thought-provoking sales questions help you to identify what matters most, showcase your expertise, and build a relationship with your buyer.  Research your prospect and be prepared for each and every client interaction.

    Sales reps that meet and exceed quota listen to clients, connect personally with buyers, and reshape their thinking to get to better solutions.

The Bottom Line

To consistently exceed sales quota, sales reps will need to shift their role and their approach.  It’s all about putting the client at the center and adding real value to the relationship.

To learn more about how to meet sales quota, download 30 Sales Questions More Effective than Budget

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